• The Entrepreneur Forum | Startups | Entrepreneurship | Starting a Business | Motivation | Success
  1. Join 40,000+ entrepreneurs
    who are kicking butt and
    winning their dream life.

    Unscripted™ Entrepreneurship:
    A Business That Pays More Than Money, It Pays Time.

    "Fastlane" is an entrepreneur discussion forum based on The Unscripted Entrepreneurial Framework (TUNEF) outlined in the two best-selling books by MJ DeMarco (The Millionaire Fastlane and UNSCRIPTED™). From multimillionaires to digital nomads, the forum features real entrepreneurs creating real businesses.

    Download (Unscripted) Download (Millionaire Fastlane)  Register
    Registering for the forum removes this block!

  2. Forum *Official* Book Discussion
    Atomic Habits by James Clear

    The forum has voted to discuss this book. Grab it, discussion begins soon!
    Buy: Buy | Discuss: Atomic Habits, by James Clear (Review | Discuss)

Calling all CLOSERS. Need sales advice!

Discussion in 'General Entrepreneur Discussion' started by AlexLegault, May 29, 2018.

  1. AlexLegault
    Offline

    AlexLegault Bronze Contributor Read Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

    Messages:
    123
    Likes Received:
    223
    Joined:
    Jun 6, 2017
    Gender:
    Male
    Location:
    Ontario, Canada
    Rep Bank:
    $869
    So I've got a meeting tomorrow with my first potential client and I'm not sure how to approach it or how the process goes.

    It's going to be my first sales meeting (I went for one today but my mentor/boss basically did it for me) and I don't want to seem like I don't know what I'm doing.

    Do you guys have any tips on how you would go from meeting the client to closing?

    Is it as simple as just figuring out what they want by asking them questions and giving them that or is there more to it?
     
  2. jpanarra
    Online

    jpanarra Gold Contributor Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass

    Messages:
    787
    Likes Received:
    2,301
    Joined:
    Jan 9, 2014
    Gender:
    Male
    Location:
    Indianapolis, Indiana
    Rep Bank:
    $15,925
    Don't over think it...

    Have the mindset that you're doing them a favor and providing a solution that they need. It doesn't matter if they know it or not, just have a casual conversation about what you can do and focus on building the relationship.

    Try not to talk too much, let them do the talking and break their weak points down, and then address their points and how you can help them.
     
  3. Kak
    Online

    Kak Capitalist Swine Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR Summit Attendee

    Messages:
    4,925
    Likes Received:
    17,161
    Joined:
    Jan 23, 2011
    Rep Bank:
    $20,990
    Make it as conversational as possible... Make it very clear you want to find a way to create value for him/her and work together to find that win-win mutually advantageous sweet spot where everyone goes home happy. Be open to concessions, reasonable and easy to work with. You will be surprised how easy sales can be when you are just open, honest, and look at things from their perspective.

    Formal presentations done incorrectly can make you look like a chump. Off the cuff is better 90 percent of the time. It keeps you agile and arguably better prepared.

    Best of luck! I hope this helps.
     
    KCassidy, Tom.V, GPM and 12 others like this.
  4. GPM
    Offline

    GPM Gold Contributor Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass Summit Attendee

    Messages:
    549
    Likes Received:
    2,060
    Joined:
    Oct 25, 2012
    Gender:
    Male
    Location:
    Canada
    Rep Bank:
    $25,716
    Don't pretend like you know everything when you actually don't. If he asks you something and you actually don't know just say "That is a really great question. I would love to look in to that for you and I will have an answer for you soon". Then actually find out the information and get it to them as soon as you can.

    BS comes off as false and will kill any future interactions in a heartbeat.
     
    KCassidy, Tom.V, Late Bloomer and 6 others like this.
  5. Vigilante
    Offline

    Vigilante Legendary Contributor Staff Member Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR Summit Attendee

    Messages:
    9,671
    Likes Received:
    54,766
    Joined:
    Oct 31, 2011
    Gender:
    Male
    Location:
    Gulf Coast
    Rep Bank:
    $188,124
    Don't forget to listen
     
  6. Roli
    Offline

    Roli Gold Contributor Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass

    Messages:
    983
    Likes Received:
    1,398
    Joined:
    Jun 3, 2015
    Gender:
    Male
    Rep Bank:
    $8,238
    I recently wanted some cupboards built in my house and I got 2 quotes.

    The first guy listened to what I wanted and said; 'OK, I can do all of that for you and it will cost £1500'

    The second guy listened to what I thought I wanted, and then asked me loads of questions as to what kind of items I wanted to store, he then talked about building purpose built storage areas for my stuff, he then told me it will cost upwards of £2500.

    I went with the second guy, final cost £4350 - I couldn't be happier.

    Take heed grasshopper.
     
  7. AlexLegault
    Offline

    AlexLegault Bronze Contributor Read Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

    Messages:
    123
    Likes Received:
    223
    Joined:
    Jun 6, 2017
    Gender:
    Male
    Location:
    Ontario, Canada
    Rep Bank:
    $869
    I feel like I needed to hear. I tend to overthink a lot, and it's gotten me far but when it comes to "in the moment" situations, I need to let go and go with the flow a little more I think.

    Great advice, thank you!
     
    Late Bloomer and AgainstAllOdds like this.
  8. AlexLegault
    Offline

    AlexLegault Bronze Contributor Read Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

    Messages:
    123
    Likes Received:
    223
    Joined:
    Jun 6, 2017
    Gender:
    Male
    Location:
    Ontario, Canada
    Rep Bank:
    $869
    Awesome, yeah I think I'd even feel like a "chump" if I was using a formal presentation.. I'll try to keep it as personal as possible.

    Great advice, thank you!
     
    Late Bloomer and Kak like this.
  9. AlexLegault
    Offline

    AlexLegault Bronze Contributor Read Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

    Messages:
    123
    Likes Received:
    223
    Joined:
    Jun 6, 2017
    Gender:
    Male
    Location:
    Ontario, Canada
    Rep Bank:
    $869
    Good point, I'll keep that in mind. Thank you!
     
    Late Bloomer likes this.
  10. AlexLegault
    Offline

    AlexLegault Bronze Contributor Read Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

    Messages:
    123
    Likes Received:
    223
    Joined:
    Jun 6, 2017
    Gender:
    Male
    Location:
    Ontario, Canada
    Rep Bank:
    $869
    I'll be sure to ask questions and do most of the listening ;) haha thank you!
     
    Late Bloomer likes this.
  11. minivanman
    Offline

    minivanman Gold Contributor Speedway Pass

    Messages:
    872
    Likes Received:
    2,029
    Joined:
    Mar 16, 2017
    Gender:
    Male
    Location:
    DFW
    Rep Bank:
    $11,005
    I guess my question is.... do you know the product you are selling? If you do, just go in relaxed and do what a good salesman does..... sell. If you don't know the product, why are you trying to sell it before you know it? You either feel it or ya don't. And if you don't know what 'it' is, then you don't. Now that's not saying you might not be nervous but don't start listening to yourself talk and the nervousness will go away after the first few words. Just focus on the product.
     
  12. Thoelt53
    Online

    Thoelt53 Silver Contributor Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass

    Messages:
    295
    Likes Received:
    789
    Joined:
    Dec 8, 2016
    Gender:
    Male
    Location:
    Boston, MA
    Rep Bank:
    $4,023
    Get rid of the notion that you have to close during the first meeting.

    Asking for the close too early is a surefire way to make the whole thing uncomfortable, and when people get uncomfortable they walk away.
     
  13. Sanj Modha
    Offline

    Sanj Modha Gold Contributor Speedway Pass

    Messages:
    640
    Likes Received:
    1,915
    Joined:
    Feb 16, 2016
    Gender:
    Male
    Rep Bank:
    $13,739
    Don't sell on the close.
     
    Late Bloomer and AgainstAllOdds like this.
  14. WJK
    Offline

    WJK Gold Contributor Speedway Pass

    Messages:
    593
    Likes Received:
    1,235
    Joined:
    Oct 9, 2017
    Gender:
    Female
    Location:
    Nikiski, Alaska
    Rep Bank:
    $7,907
    Just remeber, you have one mouth and two ears. Use them in that ratio.
     
  15. Stargazer
    Offline

    Stargazer Bronze Contributor Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass

    Messages:
    101
    Likes Received:
    185
    Joined:
    Mar 8, 2018
    Gender:
    Male
    Location:
    England
    Rep Bank:
    $1,083
    So what did he do?

    Probably a good starting point if it is his company and he is good at getting clients.

    Dan
     
    Late Bloomer and AgainstAllOdds like this.
  16. Dwight Schrute
    Offline

    Dwight Schrute Ludicrous Speed Read Millionaire Fastlane Speedway Pass

    Messages:
    516
    Likes Received:
    1,400
    Joined:
    Oct 27, 2014
    Gender:
    Male
    Location:
    Hyperspace
    Rep Bank:
    $4,721
    Don't be needy, and don't be afraid to refer him to the competition if
    theirs seems like a better fit for him.

    Keep cool.
    Even if you end up not getting the deal, you'll walk out more experienced
    and hopefully learned something.

    You can't lose!
     
    Late Bloomer likes this.
  17. Patrickg
    Offline

    Patrickg Contributor Read Millionaire Fastlane I've Read UNSCRIPTED

    Messages:
    92
    Likes Received:
    96
    Joined:
    Nov 20, 2016
    Gender:
    Male
    Rep Bank:
    $546
    Closing is very Hollywood. I know I'm repeating but for emphasize ... listen.

    If you offer the right product, right person , right time they will close themselves.
     
    Late Bloomer likes this.
  18. Andy Black
    Offline

    Andy Black Any colour, as long as it's red. Staff Member Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

    Messages:
    7,286
    Likes Received:
    30,559
    Joined:
    May 20, 2014
    Gender:
    Male
    Location:
    Ireland
    Rep Bank:
    $170,562
    Don’t go in “trying to close”. Instead, go in trying to find out how you can help them.

    I’m always genuinely excited to find out more about what people do, what their main problems are, and whether I can help them or not.

    In my mind I’m just meeting people “for a coffee”. It’s conversational and natural. I’m building a relationship, not trying to “close a prospect”.

    I’m also trying to find out whether I want to work with this person, and they’re trying to do that with me.


    For me “Sales is a screening process”, not a persuading process.

    Feck “Always be closing.”



    The most important things are to show up on time, have manners, and do what you said you’ll do. Technical competence is way lower down the pecking order than people think.

    Because “people buy from people”.

    *** Be the kind of person they want to buy from. ***



    Another big tip is to know when to stfu. Be comfortable with silence and don’t rush in to fill it.



    This 15 minute video might have some tips for you:

    Here an actual (hour long) call I had with a prospect who turned into a client. It’s slightly unnatural at the end where I dragged it out a bit longer than normal because I knew I was recording it. I thought I might have overdone it at the end but he still signed up:
     
    KeithWallace, J.Sark and Late Bloomer like this.
  19. AlexLegault
    Offline

    AlexLegault Bronze Contributor Read Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

    Messages:
    123
    Likes Received:
    223
    Joined:
    Jun 6, 2017
    Gender:
    Male
    Location:
    Ontario, Canada
    Rep Bank:
    $869
    Update*

    Client no showed.. That's 2 in a row now. Wtf.
     
    UnrealCreative, jpanarra and Formless like this.
  20. Late Bloomer
    Offline

    Late Bloomer Gold Contributor Read Millionaire Fastlane Speedway Pass

    Messages:
    952
    Likes Received:
    1,264
    Joined:
    Apr 17, 2018
    Gender:
    Male
    Rep Bank:
    $7,688
    I agree with all the great advice in this thread. Have your pen and notepad handy. Ask and learn!

    What is the prospect's situation now? What would they like to have as their future situation? What's been challenging for them to get there? What have they tried before and how did that work out for them? If they get this done, how much will be it worth to their business success? If they don't get this done, what other problems will tag along with it?

    These questions are not for a confrontational interrogation, but just as natural things to ask, if you care about someone enough to want to know what matters to them and how it's going.

    If asked for a price quote before you know enough, say you need to learn more, so you can make sure you're directly on target for them rather than just throwing out a number. If you have general pricing you can say that as soon as asked, such as "this is around $750 to 2,000 per month, and I can get more specific when I know more about your exact needs."

    By the end of the meeting, you should know if you could really help them. If not, say so! If you could, point out what you see as the most useful things you could do for them. If you have standard pricing, that's the time to discuss it. If you make custom quotes, ask if the prospect would like a proposal. If you got them something later tonight or first thing tomorrow, would this be a good time for them to seriously consider it? Or would it just clutter up their desk right now?

    If it is a good time for them, write up the proposal and send it. If you don't work by custom proposal, send a nice short thank you note for the opportunity to meet with them. Either way, say you'll have a quick follow up call in the next day or two to find out what they decide. Then make that call, again with no pressure, just open curiosity to learn how they see their world now.

    The goal is to build a constructive business relationship that is based on the fact that you are interested to see them succeed. If your specific quote or proposal or service could help with that, you offer it. If it's not on the best path you can see for them, you don't offer it. The goal is clarity and respect today, not necessarily a sale today.
     
    AlexLegault and Andy Black like this.
  21. Andy Black
    Offline

    Andy Black Any colour, as long as it's red. Staff Member Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

    Messages:
    7,286
    Likes Received:
    30,559
    Joined:
    May 20, 2014
    Gender:
    Male
    Location:
    Ireland
    Rep Bank:
    $170,562
    Just thought I'd say... They're not a client until the money is actually in your account.

    "Sales is a screening process." - Both ways!


    Also, another great tip I was given was that your job is to find out as soon as possible if they person sees the value in what you do or just the cost.

    (Both tips credited to Blaise Brosnan.)


    You might find this thread useful:
     
    JasonEP and AlexLegault like this.
  22. Andy Black
    Offline

    Andy Black Any colour, as long as it's red. Staff Member Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

    Messages:
    7,286
    Likes Received:
    30,559
    Joined:
    May 20, 2014
    Gender:
    Male
    Location:
    Ireland
    Rep Bank:
    $170,562
    Nice. I like to say that sales happen when you get the right person to the right offer at the right time. Mind you, I say that when I'm selling people on paid search. Haha.
     
    AlexLegault likes this.
  23. AlexLegault
    Offline

    AlexLegault Bronze Contributor Read Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

    Messages:
    123
    Likes Received:
    223
    Joined:
    Jun 6, 2017
    Gender:
    Male
    Location:
    Ontario, Canada
    Rep Bank:
    $869
    "potential" client, haha. Good point though.

    Thanks for the sharing the thread as well
     
    Vigilante and Andy Black like this.
  24. Andy Black
    Offline

    Andy Black Any colour, as long as it's red. Staff Member Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

    Messages:
    7,286
    Likes Received:
    30,559
    Joined:
    May 20, 2014
    Gender:
    Male
    Location:
    Ireland
    Rep Bank:
    $170,562
    I’m sure a lot of people know this story...

    The one where you do work for your new “client”...

    Where they haven't paid you yet...

    Maybe because you’ll get “sweat equity”...

    Maybe because “Oh, I thought accounts had already paid you. Let me chase that up.”...



    Guess what?

    “Money can’t be in two places at once.” (Blaise Brosnan)


    When the money isn’t in your account, it’s in their account.

    They are NOT a client until the money is actually in your account.
     
    jpanarra likes this.
  25. ay47
    Offline

    ay47 Contributor Read Millionaire Fastlane

    Messages:
    54
    Likes Received:
    90
    Joined:
    Mar 29, 2018
    Rep Bank:
    $1,068
    Ok. I’ll also take a crack at this. This is your first meeting. The goal should be the ferret out their pains.

    If they are looking at your product, they want it to solve something. No one wakes up in the morning and says “I think I need a website”. They want it to attract more customers. Why do they want it now? Are their competitors doing it? Are they falling behind?

    If this is B2B, understand the decision maker’s career aspirations as well. Is he a climber or content to stay where he is?

    All of this information will come in handy for the close.
     
    Last edited: May 31, 2018
    Andy Black and AlexLegault like this.

Join 1000s of entrepreneurs who are rewriting life's script and winning financial freedom.

---- ----

You must be a member to join the conversation.

Create Account

Join the community fast and easy!

REGISTER

Log In

Already have an account? Login here.

LOG IN

Share This Page